Sales Operations Manager

defi Solutions

Albany, NY, US
  • Job Type: Full-Time
  • Function: Operations
  • Industry: Fintech
  • Post Date: 01/13/2022
  • Website: defisolutions.com
  • Company Address:

About defi Solutions

Defi Solutions is a financial services company that provides loan origination solutions and auto loan origination software.

Job Description

Albany, NY, US

The Sales Operations Manager will be responsible for managing the Sales Operations function and project managing key initiatives relevant to new customer acquisition, sales productivity and the  coordination between sales and marketing operations. As a key member of the sales organization you will work closely with sales leadership to build out strong operational infrastructure to ensure the efficiency and effectiveness of the company’s sales. The Sales Operations Manager will support the sales team by creating, evaluating, and optimizing data sets and sales applications. The successful candidate will have Salesforce Administrator expertise and a record of success in improving processes and adoption using the Salesforce.com platform. You will be responsible for managing sales enablement, KPI reporting, analysis and optimization, new process roll outs, and managing/enforcing the sales processes. You will have the ability to improve the effectiveness of current processes and procedures to drive change to increase the efficiency of our sales force.

 

The Sales Operations Manger's focus will be:

  1. An increase in sales effectiveness
  2. Ability to maintain order during times of rapid company growth 
  3. A means to process and evaluate data effectively (Salesforce Admin)
  4. A sustainable infrastructure in which sales can grow

 

KEY DUTIES & RESPONSIBILITIES:
  1. Serve as primary system administrator for the Salesforce.com environment for the Sales Department
  2. Identify and manage project roll outs for new tools and techniques our sales force can use to increase the efficiency of their work flow
  3. Ensure the optimization of new sales tools and techniques that are implemented on the sales floor
  4. Forecasting- partner with Sales Leadership to create and maintain sales forecasting models and data focusing on increased forecast accuracy
  5. Analyze sales activities and metrics to identify areas of opportunity for improvement and implement solutions for increased funnel conversion
  6. Observe sales processes with a strategic and consultative focus to drive change and increase the number of client calls and closed deals
  7. Engage with Sales Reps to get feedback on the sales process and lead quality and seek opportunities to drive improvements and challenge the status quo
  8. Design and develop weekly reporting to provide sales performance analysis and insights to sales management, sales reps and other departments.
  9. Grow a data-driven culture and align business priorities by collaborating with senior leadership and cross-functional teams to scope, prioritize, make recommendations, and execute on technical and business requirements
  10. Define initiatives, make recommendations and clearly communicate metrics by providing a perspective on what’s working and not working, building and leveraging insights from reports, dashboards and Salesforce Einstein to provide actionable data
  11. Improve the ecosystem in SFDC by building out workflows
  12. Improve adoption and productivity by providing training and documentation on process changes and key functionality/features of our tech stack (primarily Salesforce.com and integrated systems). Strong comfort in 1X1, team meetings and more formal training settings.
  13. Refine market segmentation, assist with territory management, and help create a plan to enhance cross-sell processes that align with company goals
  14. Coordinate integration of various marking platforms (Pardot)
  15. Create actionable dashboards and reports in Salesforce.com for sales team prospecting and special initiatives
  16. Perform ad-hoc analysis for sales team and exec team
  17. Perform monthly and quarterly sales compensation calculations
  18. Manage and maintain sales data in Salesforce.com and other software programs.
  19. Recognize, develop, and implement process improvements within the Sales organization.
  20. Develop and maintain daily, weekly, monthly and quarterly reports and Key Performance Indicators.
  21. Manage and maintain sales process adherence with Sales Team
  22. Assist the Sales Leadership with Pipeline and Opportunity inspection
  23. Prepare Sales Business Review presentations
  24. Create and maintain Sales Department policies, procedures, training manuals, and sales-related resource material.
  25. Assist with the on-boarding and training process of new Sales Representatives.
  26. Establish and maintain on-going and effective communication with account executives, sales engineers, strategic partner team and sales leadership.
  27. Manage sensitive materials and data while maintaining confidentiality.
  28. Other projects and duties as assigned.

 

 

SKILLS REQUIRED:
  1. Mastery in Salesforce administration and Microsoft Excel
  2. Proficient with Word, PowerPoint, Outlook
  3. Excellent project management skills
  4. Demonstrated ability to meet deadlines, handle and prioritize simultaneous requests, and manage laterally and upwards
  5. Ability to understand the strategic direction and goals of the Sales Department and support appropriate processes to facilitate achievement of business objectives
  6. Creative and analytical thinker with strong problem-solving skills
  7. Strong analytic and quantitative skills; ability to determine trends and propose solutions
  8. Ability to assess the impact of new requirements on Salesforce.com and all upstream and downstream applications, systems and processes
  9. Results and success oriented, conveying a sense of urgency and driving issues to closure
  10. Willing to work in a highly demanding and results-oriented team environment
  11. Excellent communication and relationship-building skills with all levels of the organization
  12. Must be innovative and resourceful and optimize use of available resources
  13. Must be adaptable and comfortable with a fast-paced, changing environment
  14. Attention to detail is one of your strengths

 

EXPERIENCE REQUIRED:
  1. 3+ years of sales operations experience or experience supporting sales environments
  2. A documented history of successfully driving projects to completion
  3. Experience modeling potential compensation and quota structures
  4. Experience researching and implementing new sales tools to aid the work flow of a sales force
  5. Experience implementing quoting and contract systems a huge plus
  6. Experience identifying necessary sales process improvements and leading projects to drive change
  7. Proven ability to design and implement new processes and facilitate adoption.
  8. Excellent understanding of standard business practices related to Sales Operations processes and systems
  9. 2+ years of experience as a Salesforce.com administrator
  10. Saleforce.com Admin (ADM201 and ADM211) certified preferred
  11. Strong understanding of Salesforce.com best practices and functionality
  12. Strong understanding of the Salesforce.com platform, with the ability to build custom apps and objects, formula fields, workflows, custom views, and other content of intermediate complexity

Work Environment

This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand; walk; use hands to finger, handle, or feel; and reach with hands and arms. 

Position Type/Expected Hours of Work
 This is a full time position and hours of work and days are Monday through Friday 8:30am to 5pm.Occasional evening and weekend work may be required as job duties demand.

Travel

Travel is primarily locally during the business day, although some out of the area travel and overnight may be expected.

Preferred Education and Experience

  1. Bachelor's degree in Business or equivalent and 3+ years previous experience in Sales Operations or Sales Enablement role  .
  1. Saleforce.com Admin (ADM201 and ADM211) certified

Additional Eligibility Qualifications

Relevant training certifications in industry topics helpful.

Work Authorization/Security Clearance (if applicable) – we are not doing or sponsoring additional H1-B’s at this time. 

[This section lists visa requirements, H1-B sponsorship, special clearances, etc. If applicable, insert if you have government contracts or special requirements.]

AAP/EEO Statement

[Insert AAP/EEO statement here if applicable.]

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
 

defi SOLUTIONS is an Equal Opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or protected veteran status.



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